It’s April, and that means the Great American Pastime is underway for the 148th time. That 148 years is a clue that I’m talking about baseball, not the ever-popular participation sport of staring at your smartphone as you cross a…
In Part 1 of this blog, I recounted the tale of two teams of sales reps who went from a highly successful Intensive Test Drive with ConnectAndSell Lightning™— in which they learned to use the tried-and-true Breakthrough Script, pioneered by…
This evening, up on the 21st floor at the restaurant “Daniel’s Broiler” in Bellevue, Washington, with the ever-shrinking (mass, not violet) James Townsend, ConnectAndSell’s VP of Customer Success, just as I was settling on the lamb chops, I heard a…
In Part 1 of this blog topic, I posed a question. If Chef Andrew’s 1-hour-and-42-minute walk to work at the famed Edinburgh restaurant 21212 is longer and more strenuous than Chef Alicia’s 46-minute commute to 21212 — a train ride…
If you follow my posts on LinkedIn, you may have noticed that I publish the stats of our top-of-the-funnel team — in the common tongue, our Sales Development people. Here’s an example from Wednesday, vernal equinox week, 2017: I have…
The “cold calling is dead” debate can get pretty lively, with surprising insights occasionally emerging from the endless back-and-forth. One such insight, for me anyway, came from reading the responses to a simple question: “Why is cold calling so controversial?”…
March 20, 2017, was like Christmas morning for me. Gordon Tredgold had committed to slide into the ConnectAndSell sales cockpit and hit the accelerator. Gordon, the self-professed “patron saint of hating cold calling,” was going to cold call! I had…
Like everything else since the advent of social media — and maybe since the invention of broadcast media — the question of how to structure and run a sales organization has become both a practical and a religious debate simultaneously.…
In reviewing my Life at 1,000 Dials a Day series, I was struck by just how negative it was, and amazed that anyone would hang in there while we explored questions like “Will 1,000 dials a day chew up my…
When I sat down to write Part 12 of my blog series “Life at 1,000 Dials a Day,” I thought it was going to be easy: just do a little math that includes the price of sales labor — a…